Asian IT Distribution Channel Overview

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Table of Contents

Asian IT Distribution Channel Overview, Executive SummaryAsia-Pacific Information Technology OverviewAsia-Pacific Information Technology OverviewThe IT Distribution ProcessThe IT Distribution ProcessImportanceMajor ChallengesStrategies in the MarketplaceRecommendations and ConclusionRecommendations and ConclusionFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsConclusionAsian IT Distribution Channel Overview, Industry Challenges and Research MethodologyObjective of the IT Distribution Channel Market ReportObjective of the IT Distribution Channel Market ReportGeographical CoverageGeographical CoverageDistribution StructureDistribution StructureMarket Engineering Forecasting MethodologyOverviewStrategic Significance of the Market Engineering ForecastJudging Credibility and Accuracy of Market Engineering ForecastsForecast AssumptionsAn Analysis of the Australian IT Distribution ChannelAustralian IT Overview Australian IT Overview A Developed IT LandscapeNational Office for the Information Economy (NOIE)Government InitiativesR&D InvestmentsNational IT StrategyDistribution Channel AnalysisOverviewDistribution StructureDistribution ChallengesDistribution ChallengesVendors Bypass DistributorsRegional Headquarters Eat into Distributors’ MarketHigh Demand for Sophisticated IT ProductsResellers at the Forefront of TechnologyDistributor Operations Required In Multiple CitiesIntense Competition Leads to Lower Minimum Order LevelsAppointment of Several Distributors Intensifies CompetitionStagnation in the Growth of the IT Distribution BusinessWaning Reseller LoyaltyCompetitive Pricing Likely to Erode Profit MarginsStrategies in the MarketplaceStrategies in the MarketplaceBundling IT ProductsFocus on a Particular Market SegmentPrice DiscriminationUse of the InternetDeveloping Promotional Campaigns to Achieve Higher SalesOffering IT Products for Evaluation to ResellersOffering Incentives to Resellers for Meeting Sales TargetsConclusion and RecommendationsFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsFrost & Sullivan’s IT Distributor RecommendationsFrost & Sullivan’s IT Distributor RecommendationsAn Analysis of the Hong Kong Special Administrative Region IT Distribution ChannelHong Kong IT OverviewHong Kong IT OverviewAsian Economic CrisisDigital 21Electronic Service Delivery (ESD)Common Software Interface for Secure Electronic DealsPeople Who Know How to Use ITOutsourcing of Government IT ProjectsInternet Content and ApplicationsDigiHall 21Hong Kong CyberportDistribution Channel AnalysisOverviewDistribution StructureDistribution ChallengesDistribution ChallengesGrowing the Business Profitably Year-on-YearLow Level of Reseller LoyaltyIT Vendors Increase Number of Distributors for ProductsIncreasing Reseller ExpectationsIT Manufacturers Approach Retail Stores DirectlyDemand Shifting Towards High Value IT SystemsNon-Allocation of Entire Product Range to a DistributorMaintaining Cost ControlMeeting Sales Targets of VendorsIncreasing Product Knowledge Among ResellersStrategies in the MarketplaceStrategies in the MarketplaceForming Alliances and Partnerships with CustomersOffering Ancillary Services to Maintain Healthy Cash FlowDealing in Niche IT ProductsWidening Reseller NetworkPrice DiscriminationConclusion and RecommendationsConclusion and RecommendationsFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsFrost & Sullivan’s IT Distributor RecommendationsFrost & Sullivan’s IT Distributor RecommendationsAn Analysis of the Malaysian IT Distribution ChannelMalaysian IT OverviewMarket Definitions and OverviewDistribution Channel AnalysisOverviewDistribution StructureDistribution ChallengesDistribution ChallengesPrice-Wars Hinder Business GrowthProduct Sophistication Requires Continuos Skills UpgradeIT Manufacturers Side-Step DistributorsEconomic Climate Calls for Cash-Only Payment TermsInefficient Logistics Infrastructure Slows Product DeliveryLow Reseller LoyaltyVendors Appoint Multiple DistributorsResellers Seek Better Terms and ConditionsAsian Economic Crisis Stalls IT Expansion PlansDifferentiating Factor Between Competing IT DistributorsStrategies in the MarketplaceStrategies in the MarketplaceLeveraging the Expertise of Associated CompaniesSelective Reseller RecruitmentPrice DiscriminationDeveloping Promotional ProgramsConclusion and RecommendationsConclusion and RecommendationsFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsFrost & Sullivan’s IT Distributor RecommendationsFrost & Sullivan’s IT Distributor RecommendationsAn Analysis of the New Zealand IT Distribution ChannelNew Zealand IT OverviewNew Zealand IT OverviewDistribution Channel AnalysisOverviewDistribution StructureDistribution ChallengesDistribution ChallengesAchieving Profitability of Branch OfficesVendors Adopt “Hybrid” Distribution ProcessGrowing Business Profitability Year-on-YearSlow Regional and National Economic GrowthHigh Degree of Product Knowledge Among ResellersUnrealistic Sales Targets Set by IT VendorsAdvance State of the IT MarketLack of Major Differentiating Factors Among DistributorsHigh Reseller ExpectationsVendors Appoint More DistributorsStrategies in the MarketplaceStrategies in the MarketplacePackaging IT ProductsTargeting the SME MarketFocusing on a Specific IT Market SegmentCompetitive Pricing of ProductsUse of InternetConclusion and RecommendationsConclusion and RecommendationsFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsFrost & Sullivan’s IT Distributor RecommendationsFrost & Sullivan’s IT Distributor RecommendationsAn Analysis of the Philippines IT Distribution ChannelPhilippines IT Market OverviewMarket Definitions and OverviewDistribution Channel AnalysisOverviewDistribution StructureDistribution ChallengesDistribution ChallengesUse Price to Gain Competitive AdvantageReseller Training and EducationManufacturers Side Step Distribution ChannelUse of Cash-Only Payment TermsHigh Reseller ExpectationsAsian Economic Crisis Stalls Major ProjectsRelatively Low IT Literacy RateLack of Proper Infrastructure Affects Delivery SchedulesLack of Vendor PresencePhilippines an Unattractive Destination for Foreign InvestorsStrategies in the MarketplaceStrategies in the MarketplaceUse of Associate CompaniesSpecializationPrice DiscriminationDeveloping Joint Promotion ProgramsTargeting the SME End User Market SegmentConclusion and RecommendationsConclusion and RecommendationsFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsFrost & Sullivan’s IT Distributor RecommendationsFrost & Sullivan’s IT Distributor RecommendationsAn Analysis of the Singapore IT Distribution ChannelSingapore IT Overview Singapore IT Overview The National Computer Board (NCB)National Science & Technology Board (NSTB)Distribution Channel AnalysisOverviewDistribution StructureDistribution ChallengesDistribution ChallengesAchieving Growth during Economic RecessionDifferentiation FactorCarry a Minimum Level of InventoryVendors Set Impractical Sales TargetsRelatively Advanced MarketGaining Market Share for High Value ProductsIncreasing Technology Literacy Among Local ResellersLow Reseller LoyaltyVendors Offer a Select Range of ProductsVendors Appoint “Hybrid Distributors”Strategies in the MarketplaceStrategies in the MarketplaceService and SupportReseller RecruitmentVertical IntegrationProduct MixPrice DiscriminationConclusion and RecommendationsConclusion and RecommendationsFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsFrost & Sullivan’s IT Distributor RecommendationsFrost & Sullivan’s IT Distributor RecommendationsAn Analysis of the Taiwan IT Distribution ChannelTaiwan IT Market OverviewTaiwan IT Market OverviewIT Developments in 1998Portable Computers DevelopmentGovernment’s IT InitiativesDistribution Channel AnalysisOverviewDistribution StructureDistribution ChallengesDistribution ChallengesResellers Seek Better Terms and ConditionsStagnation of BusinessVendors Appoint Multiple DistributorsHigh Sales Targets Set by VendorsHigh Demand for Sophisticated IT ProductsResellers’ Relationship with DistributorsUse of Price to Gain Competitive EdgeDifferentiation Factors Becoming IndistinctMinimum Inventory to Be Maintained by DistributorsVendors Establish Centers to Service ProductsStrategies in the MarketplaceStrategies in the MarketplaceBundling IT ProductsFocus on a Particular IT Product Market SegmentPrice DiscriminationDevelop Promotional ProgramsIncentives to Resellers that Meet Sales TargetsConclusion and RecommendationsConclusion and RecommendationsFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsFrost & Sullivan’s IT Distributor RecommendationsFrost & Sullivan’s IT Distributor RecommendationsAn Analysis of the Thailand IT Distribution ChannelThailand IT Market OverviewMarket Definitions and OverviewDistribution Channel AnalysisOverviewDistribution StructureDistribution ChallengesDistribution ChallengesAsian Economic Crisis Stalls Major IT ProjectsUse of Price to Gain Competitive AdvantageChannelize Resources for Reseller TrainingVendors Bypass Distribution ProcessCash-Only Payment TermsIncrease in Reseller RequirementsLack of Foreign InvestmentInadequate Logistics Network Hampers DeliveryVendors Do Not Have Country OfficesResellers Patronize Multiple DistributorsStrategies in the MarketplaceStrategies in the MarketplaceBundling IT ProductsDistributor SpecializationPrice DiscriminationDeveloping Promotional ProgramsTargeting the SME End-User Market SegmentConclusion and RecommendationsConclusion and RecommendationsFrost & Sullivan’s Recommendations to DistributorsFrost & Sullivan’s Recommendations to VendorsFrost & Sullivan’s IT Distributor RecommendationsFrost & Sullivan’s IT Distributor Recommendations




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